Science missing from most sales transformations, McKinsey
25th June 2019 | Journal Of Sales Transformation
Science is the missing ingredient most sales transformations lack, and advances in the “science” of change such as digital, analytics, and supporting methodologies can increase programmes’ odds of success by three to four times. These are the main conclusions of a new article “Meet the missing ingredient in successful sales transformations: Science” by management consultancy McKinsey.
The authors highlight four components of sales transformation science: comprehensive design, agile deployment, continuous capability building and performance management, and sustainability. They advise organisations to look for: